Senior Manager - Sales Planning

Tata Motors; Mumbai; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Tata Motors in Mumbai seeks a Sales Planning & Strategy professional to support the Sales Head for driving volume growth and market performance. You will plan, coordinate, and track performance across zones, while collaborating with marketing, product, and finance teams to implement schemes and initiatives.

The role emphasizes data-driven decision making, dashboard reporting, and proactive risk/opportunity identification to drive dealer and consumer schemes.

Qualifications

• B.Tech/B.Tech Full Time or MBA/Postgraduate in Management preferred.
• 4–12 years of experience in sales planning, sales strategy, or field sales (automotive preferred).

Responsibilities

• Develop and execute sales strategies aligned to business objectives.
• Assist in annual, quarterly, and monthly sales planning including volume, mix, and channel focus.
• Analyse market trends, competition, and internal performance to recommend actionable interventions.
• Allocate targets across zones and monitor achievement vs plan.
• Generate insights through data analysis on retail, billing, pipeline, and inventory.
• Coordinate with cross-functional teams (marketing, product, finance, supply chain) for aligned execution.

Skills

Strong analytical and problem-solving

Automotive sales dynamics

Education

B.Tech (Full Time)

MBA / Postgraduate in Management

Job description

Role Purpose:

To support the Sales Head of a specific Product Group in driving volume growth, improving market performance, and executing sales strategies through effective planning, coordination, and performance tracking across zones.

Key Responsibilities:

1. Sales Strategy & Planning

• Work closely with the National Sales Head (PG Specific) to develop and execute sales strategies aligned to business objectives.
• Support in annual, quarterly, and monthly sales planning including volume, mix, and channel focus.
• Analyse market trends, competition, and internal performance to recommend actionable interventions.

2. Target Setting & Performance Tracking

• Assist in target allocation across zones and monitor achievement vs. plan
• Track daily/weekly/monthly performance and highlight gaps with actionable insights.
• Ensure alignment of targets with overall business goals and market potential.

3. Scheme Planning & Effectiveness

• Support in conceptualizing and deploying consumer and dealer schemes to drive volumes.
• Evaluate effectiveness of schemes and recommend course corrections.
• Coordinate with Zonal Sales Managers (ZSMs) for implementation and feedback.

4. Zonal Coordination & Follow-ups

• Act as a central coordination point between Sales Head and Zonal Sales Managers.
• Ensure timely follow-up on targets, scheme execution, and corrective actions.
• Drive accountability and discipline in execution across zones.

5. Data Analysis & Reporting

• Generate insights through data analysis on retail, billing, pipeline, and inventory.
• Prepare regular dashboards and presentations for leadership reviews.
• Highlight risks, opportunities, and improvement areas proactively.

6. Cross-functional Coordination

• Work with marketing, product, finance, and supply chain teams for aligned execution.
• Support new product launches, phase-in/phase-out planning from a sales perspective.

Key Skills & Competencies:

• Strong analytical and problem-solving skills
• Business acumen with understanding of automotive sales dynamics

Experience & Qualification:

• B.Tech/B.Tech Full Time or MBA / Postgraduate in Management (preferred)
• 4-12 years of experience in sales planning, sales strategy, or field sales (automotive preferred)